Demand Generation Director

Coupa Software

. Lead the regional demand process and integrated demand plan across the Americas .

Posted 10/21/2026full-timeRemote • Maryland • United StatesLead💰 $125,000 - $174,333 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing integrated demand strategies, leveraging strong analytical capabilities to drive demand generation performance and optimize pipeline health. Proven ability to collaborate across functions and lead teams in a fast-paced environment while managing multiple priorities.

Highest-signal resume keywords

B2B Demand GenerationDemand Management StrategiesSales Plays DesignAnalytical CapabilityCross-Functional Collaboration

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Demand PlanningData AnalysisForecastingPerformance MeasurementOpportunity Pipeline Management

Soft Skills

Problem-SolvingLeadershipRelationship BuildingAdaptabilityMotivating Teams

Tools & Technologies

CRMSales Engagement PlatformsCadence Management ToolsAccount-Based Marketing PlatformsProspecting/Contact Data

Industry Keywords

Demand GenerationGo-To-Market FunctionMulti-Segment OrganizationsPartner ChannelsTechnology Companies

About the role

Key responsibilities & impact

Lead the regional demand process and integrated demand plan across the Americas
Develop integrated demand strategies aligned with marketing, sales and partner activity
Set the demand planning calendar and coordinate required inputs from contributing functions
Direct demand investment by segment, solution and route to market
Design tactical sales plays and outreach cadences for target audiences
Execute the Americas demand plan, including sequencing and priority account and segment coverage
Partner with Revenue Systems on platforms and configuration supporting demand motions
Drive adoption, performance, revision and retirement of sales plays and cadences
Maintain a healthy and predictable qualified opportunity pipeline
Analyze demand-generation performance and variance between plan and actual
Improve lead-to-deal conversion and diagnose conversion loss by stage, source and segment
Track demand activity against pipeline health metrics and report progress
Coordinate Sales, Marketing, Alliances, Advisory Services and other functions
Host the regional Demand Board and planning activities
Escalate unresolved cross-functional commitments, resourcing or prioritization issues
Improve demand ecosystem processes and tools
Monitor market trends, customer behavior and competitive landscape
Apply solution portfolio knowledge to targeting and messaging priorities
Provide leadership insight on demand planning, forecasting, execution and pipeline risks
Represent regional demand in quarterly business reviews and annual planning

Requirements

What you’ll need

Bachelor's degree in an analytical discipline such as Finance, Business, Computer Science or Engineering, or equivalent practical experience
Ten or more years of experience in B2B demand generation, demand management or a closely related go-to-market function
Track record of developing and implementing successful demand management strategies at scale
Strong analytical capability and ability to interpret complex data sets
Experience designing sales plays and outreach cadences and measuring performance
Ability to collaborate with cross-functional teams and build relationships with senior stakeholders without direct authority
Strong financial and business acumen
Demonstrated problem-solving capability
Ability to manage multiple priorities in a fast-paced, changing environment
Leadership capability, including setting direction and motivating teams not directly managed
Commitment to challenging, improving and innovating
Preferred: experience in large technology companies and multi-segment, multi-region organizations with established partner channels
Preferred: working knowledge of CRM, sales engagement, cadence management, prospecting/contact data, intent and account-based marketing platforms
Preferred: experience integrating partner and advisory motions into demand planning and execution
Preferred: prior quota-carrying, sales management or field-facing experience

Benefits

Comp & perks

Two company-wide paid wellness days off each year
Paid birthday day off
40 hours of paid volunteer time off annually
Free, confidential, 24/7/365 Employee Assistance Program counseling and resources
Business travel protection through Zurich Travel Assist
Monetary referral bonuses for successful hires
Comprehensive medical and dental insurance
Retirement or pension plans
Life or accident protection
Inclusive and welcoming work environment